A pod model for your sales team creates focused tight-knit groups, or “pods” that comprise team members playing different roles. A pod-based organization is customer-centric.
For example, a six-person sales pod would be composed of three SDRs, two AEs, and one customer success rep. Rather than having large teams, you create little pods of specialized roles, and each pod is responsible for the entire journey of specific customers.
Dave Gray, the author of The Connected Company, provides this diagram of the pod model.
You still utilize the specialist roles of SDRs, AEs and customer success reps. But instead of having all of your SDRs or AEs compete against one another, pods compete with other pods. Each pod works together to win the customer, and keep the customer happy afterward. They’re more fluid, and come up with ideas independently.
Pods are more modular and flexible than traditional sales teams. Because success is measured by pod, each member of the sales force has a larger, more holistic view of the entire company. Pods build more meaningful connections between people who are working together. It’s perfect for mature startups trying to optimize existing sales resources to tap into new markets and verticals. Click To Tweet
If you’ve established your market and have significant traction, organizing your teams into pods creates a highly flexible, agile sales force that’s ready to meet a variety of challenges and pounce on new opportunities.